East Coast · Ethical Classic Business — Private Sector

Come to the review ready.

The monthly review is a working session. Prepare the simple things beforehand, so the time together can be spent understanding what is happening, finding growth, and agreeing what happens next.

Prepare for My Review See the running order

Internal working aid. Keep preparation simple. Bring the information needed for a useful discussion.

01 · Monthly rhythm

The Monthly Review

The review runs for 90 minutes. The order is clear: look back, understand performance, look for opportunities, agree actions, and close with clarity.

Opening and previous actions

Start with what was agreed last time and what has moved.

10 min

Performance review

Look at current sales performance and what is driving the result.

25 min

Area opportunities

Find where the area can improve and focus attention on the best opportunities.

25 min

Action planning

Turn the discussion into clear actions that can be followed up.

20 min

Confirm what has been agreed and what happens next.

10 min

By the end of the review We should know what matters most, where growth can be found, what action will be taken, and what will be followed up.

02 · Before you arrive

Prepare for the Review

Preparation should be quick and useful. Bring your current sales performance and one simple slide that helps the discussion move forward.

I have reviewed my current sales performance.

Know what is happening before the discussion starts. Be ready to explain the main movement in simple words.

I have prepared one simple slide.

Keep it clear and focused on the information needed for the review. The slide supports the conversation; it does not replace it.

I know where I need to improve.

Come ready to discuss the areas that need attention and what you think is behind the result.

I am ready to discuss the next action.

Do not wait until the meeting to think about what could be done next.

Preparation progress: 0 of 4 complete

03 · Individual conversation

The One-to-One

The one-to-one is a short performance conversation. Use the time to understand the result, remove obstacles, and leave with a clear next step.

10 minutes

Keep the conversation focused. Start with performance and move quickly to what needs attention.

Talk about performance

What happened, what is driving it, what needs to change, and where support is needed.

Keep it practical

Focus on the few things that can make a difference rather than trying to solve everything at once.

Finish with agreement

Leave with a clear action and a shared understanding of what will be followed up.

Simple flow: Performance → what is driving it → what needs attention → next action.

04 · Area thinking

Finding Growth in an Area

When an area is not growing, do not stop at the result. Ask a few simple questions, then use the answers to decide where to focus.

QUESTION 01

How is our penetration?

Look at how well the opportunity in the area is being reached. Identify where there is still room to grow.

QUESTION 02

How is our channel dentist penetration?

Look at the dentist channel and identify where coverage or development can improve.

QUESTION 03

How is our IRO penetration?

Look at the IRO channel and identify where more effective coverage or development may be possible.

QUESTION 04

Where can product sales improve?

Look for the product sales opportunities that can help move the area forward, without making assumptions about the reason.

05 · Close the loop

After the Meeting

A good review should leave a simple record. The record makes the next conversation easier.

Write down the agreed actions. The representative records the actions agreed during the meeting.
Keep each action clear. Write what needs to happen so there is no confusion when it is followed up.
Bring the actions into the next review. Start the next monthly review by checking what was agreed and what has moved.

Our focus Work towards achieving MTD 100% by finding the right opportunities and turning them into clear action.